Job Description Summary
Job Description
We are the makers of possible
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it's no small feat. It takes the imagination and passion of all of us-from design and engineering to the manufacturing and marketing of our billions of MedTech products per year-to look at the impossible and find transformative solutions that turn dreams into possibilities.
We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you'll be supported to learn, grow and become your best self. Become a maker of possible with us.
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Our vision for "function or BU" at BD
The COR Solutions Architect will be responsible for driving revenue creation which includes capital sales, service, software and informatics, and consumable revenue for the BD COR . The BD COR System is a fully automated and integrated high-throughput diagnostic system that enhances both laboratory operations and patient management with advanced molecular diagnostic capabilities. This market development into the IDN, acute care hospitals and Reference Laboratory markets will be accomplished through a consultative selling process and involves a matrix team solution sale. Within the solution selling may include adjacent products in the BD portfolio. Typical buying cycles can be complex including executive sponsorship and board of director approvals. Sales cycles are typically 12 - 24 months and call points reach senior level decision makers.
Candidate Location (Ideally by a major Airport):
NYC or Boston, MA
Key Responsibilities Will Include
- Develop and implement a strategic account sales plan which includes multiple external stakeholders in the hospital and reference lab environment to achieve sales of the BD COR product line and all relevant pull through products.
- Leading without direct authority of the local PODs; partnership with the Strategic Customer Group Vice Presidents, Marketing, Health Care Consultants and Project Management.
- Effectively deploying clinically relevant product features / benefits with economic justification using existing selling tools as well as creating new tools specific to each customer situation to define the value of our product offerings.
- Manages and coordinates all decision makers to arrive at a contractual purchase agreement for BD COR and related products.
- Responsible for maintaining realized revenue stream and ensuring customer satisfaction through consistent customer contact.
- Attain or exceed the overall sales plan for the designated platform of product; maximize the potential of all contract terms realized between BD and customer.
- The sales associate will need to have a command of BD's long term strategic direction and be able to communicate that strategy to the customer. Using this knowledge, demonstrate the value proposition of the entire product portfolio to be consistent with the needs of the customer.
- Manage the sales process consisting of the clinical laboratory (anatomical pathology and molecular) which includes Medical Technologists, Managers/Directors, pathology, pathology, cyto-technologists; and hospital administration in the assigned territory.
- Foster existing, and establish new, relationships with clinical lab Administration and executive leadership in the respective
About You
- Strong track record of team selling including solution sales
- Able to lead seamlessly and effectively across a complex matrix
- Successful track record in capital selling into complex organizations
- Experienced in contract negotiation
- Adept at building effective financial models
- Strong C-suite presentation skills
- Strong sales process skills including CRM/SalesForce.com™ management, funnel management and forecasting
Education And Experience Required
- BA / BS in Life Sciences, biological areas, business or related discipline
- Minimum 5 years documented sales success (top 20%) in large dollar capital equipment sales into the clinical lab
- Strong knowledge of large capital equipment sales in complex accounts (hospitals and reference labs).
- Solution selling and leading without authority in a highly matrix organization
- Knowledge of selling process and the components to build / maintain customer loyalty.
- Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.
- Strong organizational skills. Territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
- Ability to develop markets for new technology and new medical practices.
- Excellent communication skills and interpersonal interaction required.
- Computer and new technology savvy - working knowledge of MS Office applications, PowerPoint, SharePoint, iPhone, and other connectivity devices.
- Ability to travel 50% or greater of the time.
- Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.
For certain roles at BD, employment is contingent upon the Company's receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD's Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
Why Join Us?
A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It's also a place where we help each other be great, we do what's right, we hold each other accountable, and learn and improve every day.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you'll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.
To learn more about BD visit https://bd.com/careers
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
Primary Work Location
USA MD - Sparks - 7 Loveton Circle
Additional Locations
Work Shift